The 3 reasons you cannot rely on referrals if you want to grow your practice

By | 2018-05-22T23:06:08+00:00 March 27th, 2018|Accountants, Marketing and promotion, Reputation, STANDING OUT|

Most established Accountants running their own firms claim to get most of their better new clients via referrals.  is this true or relevant to less established practices? Experienced accountants claim that no other activities and no marketing investment ever seems worth the effort. The following sentiment is typical of what I hear: "I get all

How to short-cut the Networking process

By | 2018-05-22T23:06:51+00:00 February 27th, 2018|Accountants, Networking, Reputation|

Networking is not for everyone. Whilst some accountants enjoy attending regular networking events, I regularly hear tales of woe from those who find it a frustrating waste of time.  There are also plenty of accountants who do not like the idea of chatting with strangers very appealing. You will rarely meet someone at a networking

Do people see you as successful or struggling?

By | 2017-11-14T09:29:10+00:00 November 14th, 2017|Accountants, Appearance, Conversational impact, Marketing and promotion, Reputation|

Some accountants I know are proud of how efficiently they look after their own business affairs. Others though are embarrassed at their inefficiencies. And there are some who do not appear to give any thought as to how they are perceived. We all know the old adage that you never get a second chance to

Do people see you as successful or struggling?

By | 2017-08-15T09:15:12+00:00 August 15th, 2017|Accountants, Dependability and trust, Experience and expertise, Reputation, sole practitioners, Starting out|

Some accountants I know are proud of how efficiently they look after their own business affairs. Others though are embarrassed at their inefficiencies. And there are some who do not appear to give any thought as to how they are perceived. If clients or business associates become aware that you are not running your practice

“What tools do you recommend to help a sole practitioner stand out?”

By | 2017-08-01T09:18:19+00:00 August 1st, 2017|Accountants, facebook, Linkedin, Reputation, sole practitioners, STANDING OUT, twitter|

This was another question I was asked during a recent interview. This post is drawn from the notes I made before giving my answer on air. Many accountants and bookkeepers reference their best source of new business as being referrals and recommendations. So let's deal with this first. Tools I would recommend here include: Linkedin

3 lessons for accountants from….. personal trainers

By | 2017-07-11T10:56:09+00:00 July 11th, 2017|Accountants, Business messaging and branding, Career development, Experience and expertise, Reputation, Servicing clients, sole practitioners|

I recently heard John Hardy the Founder of FASTER Health and Fitness introduce his business.  He mentioned he throught there were similarities with accountants. I have taken what he said and adapted it to provide some lessons for accountants from the business side of personal training and fitness. 1  Personality John has noted that a

Connect, know, like, trust, need – what do you do to make this work for you?

By | 2017-05-02T09:39:41+00:00 May 2nd, 2017|Accountants, Business messaging and branding, Career development, Conversational impact, Dependability and trust, Experience and expertise, Reputation, STANDING OUT|

I frequently hear networking gurus stress a mantra that originated in the book ‘Endless Referrals, written by Bob Burg: “All things being equal, people do business with, and refer business to people they know, like and trust.” I understand this is also the mantra shared at certain networking groups. The focus then is on encouraging you to make an effort

Are your clients indifferent or do you get all the referrals you want?

By | 2015-07-29T11:16:48+00:00 July 29th, 2015|Accountants, Dependability and trust, Reputation, STANDING OUT|

Some professional advisers, such as accountants, claim that they secure much of their new work through word of mouth referrals. This suggests that clients are making positive comments about them. They may do that if they're particularly happy but in the same way any unhappy clients will be quick to share their negative views even if

The 3 factors that will determine your social media success

By | 2015-06-30T09:59:09+00:00 June 30th, 2015|Accountants, Appearance, Blogging, Business messaging and branding, facebook, Following up, Google+, Linkedin, Productivity, Reputation, Social Media, STANDING OUT, twitter|

It’s all too easy to get caught up in the game of chasing followers, likes, connections and social media klout. It may be fun to keep track of these metrics and to keep increasing them. But, in real life, they are not important by themselves. There is little point in simply pursuing these metrics. You

25 reasons people change their accountants

By | 2013-05-28T09:44:08+00:00 May 28th, 2013|Reputation|

The following list is a salutary lesson in what not to do if you want to keep your clients. I have collated these points from various ideas found around the web. Such lists are normally aimed at encouraging clients of one accountant to move to another one.  I thought it would be instructive to consider the same

What makes you or your firm stand out?

By | 2013-05-14T09:46:08+00:00 May 14th, 2013|Reputation, STANDING OUT|

I'm often struck by the difficulty many accountants have when trying to identify what's special about them or their firm. When asked, almost everyone uses the same adjectives, the same aspirational service levels and the same so-called distinguishing features. What's really special? What really makes you stand out and memorable? Not a lot, it would

Are accountants the new bogeymen?

By | 2013-04-29T09:43:15+00:00 April 29th, 2013|Reputation, Tax related|

Were you as angry as I was at the headlines and media focus on a clearly misguided element of the latest report by the Public Accounts Committee (PAC)? Committee chairman Margaret Hodge said accountants seconded to government represented a "ridiculous conflict of interest" that should be ended. She had clearly made up her mind based on no real evidence

Why consistency is important on social media

By | 2012-08-17T09:23:02+00:00 August 17th, 2012|Blogging, Linkedin, Reputation, Social Media, STANDING OUT|

Most accountants who become active on social media do so in the hope of attracting more clients. If this is your intention or you want to evidence your credibility, I suggest that you adopt a consistent business focus across your websites, blogs, online networking and contributions to business forums. It also helps to show that

6 key factors that can determine your success

By | 2012-01-06T10:45:22+00:00 January 6th, 2012|Career development, Mentoring, Reputation, STANDING OUT|

I recently watched an old video clip of the professional services firm guru, David Maister, in which he highlights the six most scarce resources in most professional service firms: Energy Excitement Enthusiasm Determination Passion Ambition David also points out that his research has proved that the top achieving firms are those that energise, excite and enthuse

4 accountants respond to a prospect’s initial enquiry

By | 2018-07-08T15:05:21+00:00 December 8th, 2010|Accountants, Marketing and promotion, Reputation, Starting out|

On one of the business networks I follow a member recently asked for a recommendation to a down-to-earth, friendly, non-judgemental, accountant.  He explained his requirements in a little more detail - but not much, although he did state: "To be ABSOLUTELY clear, I am NOT looking for someone who has intentions of turning me

How can you stand out from the rest of the pack?

By | 2007-04-09T12:51:58+00:00 April 9th, 2007|Career development, Reputation, STANDING OUT|

I have just watched an old video clip of the professional services firm guru, David Maister, in which he highlights the six most scarce resources in most professional service firms: Energy Excitement Enthusiasm Determination Passion Ambition David also points out that his research has proved that the top achieving firms are those that energise, excite

Do you suffer from premature evaluation?

By | 2007-04-03T08:29:04+00:00 April 3rd, 2007|Reputation, Servicing clients|

I've mentioned my friend Richard White before. I've just read a piece on his blog that reinforces the advice I give in my talk on How to make more profits from your smaller clients. It also relates very closely to this previous posting of mine along similar lines last August. Below I've taken Richard's analogy